Every clinical administration software sales pro understands that product demos are an essential part of “sealing the deal” in the sales process. If you have a great presentation, it can go a long way to creating interest from potential customers. Nevertheless, most B2B demos are a bit boring and generic and don’t evoke much passion from the possible buyer. They are also often given before knowing what the potential customer needs. These demos can kill your chances of developing a partnership and making your case for the sale. This can make customers turn to your competitors, or feel too pushed.
Think of it like this: you’re on a date with your prospect (not actually, but play along). On the first date, is it a good idea to talk about how awesome you are, or should you try to get to know them a little bit, share some things, and let them know you understand them? That’s right– the latter. After all, no person is trying to get married on the first date. It takes time to listen, build interest, and come up with a plan. Your demo needs to be handled in the same way. You need to show value and then close the sale.
Here are some ideas that will help you stay away from the “death by demo” dilemma’ in your clinical administration software sales:
Getting prospects to the demo
Recognize your Buyer Persona
Just as people aren’t ready to get married after the first day, they aren’t ready to see a demonstration the very first time they visit your website or get an email from you. You could go on and one about your Clinical Administration and Backend software options, however without a complete understanding of what you’re talking about and what these individuals need, it will be very difficult for you to make the sale. For that reason, it’s best to start by to building and researching your leading Buyer Personas (imaginary personality that matches your optimal customer). This will help lead both your marketing division’s initiatives as well as help you prioritize your outreach and demonstration. As an example, your Buyer Personas might be “Clinician Christine,” “Physician Phineas,”‘ and “Administrator Adam,” with a checklist of objectives, obstacles, and other info that goes with each. Then, tailor your sales demo and conversations around what they need. In this manner, they are seeing your offer as a remedy and also not a one-size-fits-all widget.
Offering the demonstration
Keep it brief
After you have gone over how the product or service will help the potential client, take a pause. Chatting nonstop throughout the discussion will make your target bored. Be sure to keep the demo short, concentrating on what’s important. It’s also important to get caught up in the talk and ignore your lead. Watch their face and body language to see if they have any questions or concerns. If your lead wants to say something, stop the discussion or even let them interrupt you.
B2B clinical administration software sales demos can be very rigid, monotonous, and boring. If you want to keep your potential customer engaged, add some passion into the discussion. Vary your tone of voice. People will lose interest if you are monotone. Use different faces and gestures to reveal that you are happy to be talking about this topic. Anik Singal, the Founder and also CEO of Lurn and VSS Mind, is an example of somebody that makes a B2B demo vibrant and appealing.
Use case studies and stories
Don’t take all of your time to talk about the functions and advantages of the service or product. Use case studies and stories to demonstrate how other companies like the lead have used the product to their benefit. For example, you could state throughout your demo exactly how your Clinical Administration and Backend software product and services helped “X Hospital” reduce the typical person waiting time by Y%. This will give the potential customer a better idea of the direct benefits to them and will help them make their buying choice. Marketo’s case studies are an example of research studies that instruct their potential customers on how you can select marketing automation software applications.
Stay clear of unneeded comparisons
A lot of salespeople use demos to contrast themselves with their competition and show how their product or service is better. Only do this in moderation. If you know the prospect is considering a competitor, find a good place to highlight your benefits. But if you talk about a competitor that your potential client wasn’t considering, you might be giving them more options to think about. Ask exploratory questions to find out where they stand in the buyer’s journey and which alternatives they are considering.
Practice makes perfect!
It’s suggested that you practice at least two times before giving the real demo. Getting more comfortable with the content will help relax your nerves and make you seem more confident.
Look over your presentation several times to help find any errors and correct them. It’s also a good idea to find a coworker to play the role of the lead and offer feedback. Remember to test out the tools and technology you need before the demo to make sure they are working.
Be on time
No matter what, be sure to start and end the demo on time. Starting or ending late can just irritate your potential customer and prevent possibilities of closing the sale. If you have to start late because of unavoidable circumstances, say you are sorry and explain the delay. If you have to go over a few minutes, ask the potential customer if they have the time. They are just as busy as you, so keep that in mind.
End with a call-to-action
At the end, be sure to include a call-to-action (CTA). The CTA could be asking for the business, setting up a call, or speaking to another decision maker in the company. This will guarantee that the discussion continues after the presentation and will give you more time to settle any concerns, boosting your chances of making the sale. Corevist, a leading representative of SAP B2B ecommerce options, has a brief demonstration that finishes with a CTA to arrange a tailored demonstration.
After the demonstration
Keep the lead engaged with content
If the lead does not show up for the meeting or is not ready to make a decision, continue to give them helpful information to keep them engaged until the moment is right. Utilizing your specified Buyer Personas, you could work with your marketing team to develop content customized to the requirements or rate of interest of each kind of optimal buyer. This content could be blog posts, infographics, or videos. You could send this out on a weekly basis in Lead Nurturing Emails. Doing so will help your potential customers inform themselves to reinforce their trust in your brand name (idea management). With time, the content could increase recognition concerning the troubles your leads have and help them consider their various choices and services to make sure that they’re in fact interested and excited to move forward with you.
The bottom line
It’s important for you to have a positive meeting, but this demo will only be productive if your potential customers are compelled by what you have to offer. For this to happen, the content that you give and the demos you share need to be aligned with their objectives and needs. Your clinical administration software sales should be customer-centered, where your goal is not to sell a service, but to help the client conquer their difficulties. This kind of sales process is jointly called the Inbound Sales Methodology.
It could be really difficult to do all this alone. We at Responsify work with clinical administration software sales and business development pros to offer strategy, support, and aid in executing these tasks. By collaborating, we assist marketing and sales teams to tactically bring in brand-new site visitors, and convert them to qualified leads and pleased consumers.
We’ve helped numerous skilled salespeople include Inbound right into their sales process and close even more sales. Don’t hesitate to schedule your free strategy session to examine your current processes and close even more sales!